Ideas to Make Your Business booming success

ARE YOU MAKING MONEY OR BUILDING A BUSINESS?

  There is a difference, you know!
  In fact, people that don't recognize the difference within a year after starting their
business will suffer for this lack of knowledge until they do.
  Let me give you an example to help you fully understand what I'm talking about.
  Suppose you went out this afternoon, purchased a computer system and some start-up
business software at your local Office Max.  You come home -- all excited -- ready to get your
new business going.  (Everyone has experienced this same type of feeling.)  It gives you a great
exhilarated feeling to finally take the first step to making your dream become a visual reality.

  This excitement continues and mounts bigger day after day.  You are so totally absorbed
into your new business that you start forgetting about your normal, daily life.  Your wife or
husband calls you to come to dinner and you say, "In a minute."  However, your "minute" turns
into three hours.  (I guess, at this point, you could say that you're "hooked.")
  After several weeks (or months) of this behavior, your family starts feeling very neglected.
Or, if you don't have a family, perhaps your neighbor George or cousin Alisha might start feeling
you are mad at them -- or whatever.
  Your wife, husband, kids, neighbor George or cousin Alisha would never admit they feel
"neglected" -- but the feeling is there just the same.  After they have reached their tolerance level,
they normally will start talking to you.  They might ask, "How's the business doing?"  You'll
probably say, "Oh, great!  I think I can really make this work."
  But the very next question out of their mouths will be, "How much money are you
making?"
  That is a question that immediately STOMPS DOWN your entrepreneurial spirit.  Since
you haven't made any money (and because you have to answer their question), you'll probably
have to swallow your pride and say something like, "I haven't made any money yet but I'm
working on something right now that should do the trick."
  Now, whether you are working on anything specific or not, you have placed an invisible
(and perhaps impossible) goal for yourself.  You now believe that in order for you to prove to your
family, neighbor or whoever, that you are NOT a failure -- you have to show them CASH IN
HAND!  But . . .

Nothing Could Be Further From The Truth!

  Making money and building a business are two DIFERENT things -- especially when you
are just starting to build a business.
  When two big corporations, for instance, decide to merge and become one, they always
lose money in the first year or so.  But in the third year they make more money than both
companies had ever dreamed possible.  It was worth the two-year loss!  In fact, that's how you
make money -- by investing.
  Investing money is not the only way to make your business boom.  Hard work and
sacrifice is another way of investing.  In other words, if you don't have money to invest, you have
to WORK for it.  Plain and simple.  If you're looking for a way to have your cake and eat it too,
you'll end up a fool at the short end of the stick!  Promise!
  I know these are NOT words you want to hear.  But whether you accept them or not is
your choice.  My job has been done.  I have revealed the truth to you and I hope you accept it as
fact.


Another Example

  "Loss leader" is a term used in business.  It simply means selling a product (at a loss to
the company) in order to make money further on down the road.  All companies use this method
in one form or another.  It SHOULDN'T be used as your only way of marketing -- but it should
play a major role.
  My two-disk package, "Immediate Business on Two Disks," was a loss leader for me.  It
costs me $2.25 to copy and mail a two-disk set that sells for $3.  I only make 75 cents for my time
and trouble.  That's not very much.  However, about 25% of the people who purchase the two-
disk set turn around and order the entire disk-based series for $75.
  As you can easily see, my loss leader marketing technique produced more money in the
long run -- which is much more than I could have made if I was only intersted in how much money
I was making -- rather than building my business.

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2) DOES YOUR COMPANY NEED A LOGO?

  There is always controversy when it comes to the topic of whether your company should
have a "logo" or not.  Some people firmly believe that you have to have one, while others say it's
not necessary at all.  But who's right?
  I took this question to a variety of firms that have company logos.  I personally
conducted a survey by asking presidents, vice presidents and owners of companies using them
why a company logo was necessary to their business image.
  In summary, it is NOT necessary for your business to have a company logo UNLESS
your particular company is in a class that demands one.  According to an article in "Income
Opportunities," Jay Lander, founder of Lander Design in Metuchen, New Jersey, states:  "Logos
make sense for real estate firms and others who have lots of competition as well as for those
with opportunities to 'show off' a logo -- on lawn signs, print advertisements, stationery and
business cards.  Restaurants, which typically need to distinguish themselves from the pack, put
logos on matchbooks and usually carry the design on their menus."
  Lander further states:  "The size of an organization is not a good measure by which to
decide in favor of a logo.  Many businesses prod along fine without any."

What's the Real Purpose For One?

  Two "real" reasons:  (1) for customer identification, and (2) for prestige.  Wendy's
restaurant, for example, has a logo of a little red-haired girl in pigtails.  If you're driving down
Route 66, you normally can recognize a Wendy's restaurant several miles away because of the
shape of the company's logo on their sign.  Also, you don't have to read the words "McDonald's"
to know it's a McDonald's restaurant.  Instead, you recognize it by the golden arches.
  But does a regular mail order business need one?  Probably not.  The reason I use the
word "probably" is because a company logo is only necessary if your market demands it.
  Any good business, after they have had time to grow enough to have a customer base of
repeat customers, will get to know them on a more personal basis.  We do this to learn our
customers' needs and wants so we can sell them the proper products and services.  When that
time comes, as a mail order business you can make the decision whether or not to have a
company logo.
  How will you know?  Because your dedicated customer base of repeat customers will
demand it.  However, if your customer base is comprised mainly of small businesses on the
same level as yourself, it probably won't be necessary to have a logo.

What About Prestige?

  If you want to make your company appear like a professional organization because you
want to attract business from other professional organizations, it may be necessary to adapt a
company logo regardless of whether  you need one or not.  This is called "prestige."
  Established multi-level marketing firms use company logos to provide their distributors
with company recognition as well as prestige.  Other smaller companies use them solely
because the owner believes it makes him or her appear more established in business.  Whatever
the reason, it basically boils down to what you want to do.


3) How To Achieve Excellence In Sales

Most people are always striving to better themselves.  It's the
"American Way".  For proof, check the sales figures on the
number of self-improvement books sold each year.  This is not a
pitch for you to jump in and start selling these kinds of books,
but it is a indication of people's awareness that in order to
better themselves, they have to continue improving their
personal selling ab abilities.

To excel in any selling situation, you must have confidence, and
confidence comes, first and foremost, from knowledge.  You have
to know and understand yourself and your goals.  You have to
recognize and accept your weaknesses as well as your special
talents.  This requires a kind of personal honesty that not
everyone is capable of exercising.

In addition to knowing yourself, you must continue learning
about people.  Just as with yourself, you must be caring,
forgiving and laudatory with others.  In any sales effort, you
must accept other people as they are, not as you would like for
them to be.  One of the most common faults of sales people is
impatience when the prospective customer is slow to understand
or make a decision.  The successful salesperson handles these
situations the same as he would if he were asking a girl for a
date, or even applying for a new job.

Learning your product, making a clear presentation to qualified
prospects, and closing more sales will take a lot less time once
you know your own capabilities and failings, and understand and
care about the prospects you are calling upon.

Our society is predicated upon selling, and all of us are
selling something all the time.  We move up or stand still in
direct relation to our sales efforts.  Everyone is included,
whether we're attempting to be a friend to a co-worker, a
neighbor, or selling multi-million dollar real estate projects.
Accepting these facts will enable you to understand that there
is no such thing as a born salesman.  Indeed, in selling, we all
begin at the same starting line, and we all have the same finish
line as the goal - a successful sale.

Most assuredly, anyone can sell anything to anybody.  As a
qualification to this statement, let us say that some things are
easier to sell than others, and some people work harder at
selling than others.  But regardless of what you're selling, or
even how you're attempting to sell it, the odds are in your
favor.  If you make your presentation to enough people, you'll
find a buyer.  The problem with most people seems to be in


making contact - getting their sales presentation seen by, read
by, or heard by enough people.  But this really shouldn't be a
problem, as we'll explain later.  There is a problem of
impatience, but this too can be harnessed to work in the
salesperson's favor.

We have established that we're all sales people in one way or
another.  So whether we're attempting to move up from forklift
driver to warehouse manager, waitress to hostess, salesman to
sales manager or from mail order dealer to president of the
largest sales organization in the world, it's vitally important
that we continue learning.

Getting up out of bed in the morning;  doing what has to be done
in order to sell more units of your product;  keeping records,
updating your materials; planning the direction of further sales
efforts; and all the while increasing your own knowledge---all
this very definitely requires a great deal of personal
motivation, discipline, and energy. But then the rewards can be
beyond your wildest dreams, for make no mistake about it, the
selling profession is the highest paid occupation in the world!

Selling is challenging.  It demands the utmost of your
creativity and innovative thinking.  The more success you want,
and the more dedicated you are to achieving your goals, the more
you'll sell.  Hundreds of people the world over become
millionaires each month through selling.  Many of them were flat
broke and unable to find a "regular" job when they began their
selling careers.  Yet they've done it, and you can do it too!

Remember, it's the surest way to all the wealth you could ever
want.  You get paid according to your own efforts, skill, and
knowledge of people.  If you're ready to become rich, then think
seriously about selling a product or service (preferably
something exclusively yours) - something that you "pull out of
your brain"; something that you write, manufacture or produce
for the benefit of other people.  But failing this, the want ads
are full of opportunities for ambitious sales people.  You can
start there, study, learn from experience, and watch for the
chance that will allow you to move ahead by leaps and bounds.

Here are some guidelines that will definitely improve your gross
sales, and quite naturally, your gross income.  I like to call
them the Strategic Salesmanship Commandments.  Look them over;
give some thought to each of them;  and adapt those that you can
to your own selling efforts.

1.  If the product you're selling is something your prospect can
hold in his hands, get it into his hands as quickly as possible.
 In other words, get the prospect "into the act".  Let him feel
it, weigh it, admire it.

2.  Don't stand or sit alongside your prospect.  Instead, face
him while you're pointing out the important advantages of your
product.  This will enable you to watch his facial expressions
and determine whether and when you should go for the close.  In
handling sales literature, hold it by the top of the page, at


the proper angle, so that your prospect can read it as you're
highlighting the important points.

Regarding your sales literature, don't release your hold on it,
because you want to control the specific parts you want the
prospect to read.  In other words, you want the prospect to read
or see only the parts of the sales material you're telling him
about at a given time.

3.  With prospects who won't talk with you:  When you can get no
feedback to yours sales presentation, you must dramatize your
presentation to get him involved.  Stop and ask questions such
as, "Now, don't you agree that this product can help you or
would be of benefit to you?"  After you've asked a question such
as this, stop talking and wait for the prospect to answer.  It's
a proven fact that following such a question, the one who talks
first will lose, so don't say anything until after the prospect
has given you some kind of answer.  Wait him out!

4.  Prospects who are themselves sales people, and prospects who
imagine they know a lot about selling sometimes present
difficult selling obstacles, especially for the novice.  But
believe me, these prospects can be the easiest of all to sell.
Simply give your sales presentation, and instead of trying for a
close, toss out a challenge such as, "I don't know, Mr.
Prospect - after watching your reactions to what I've been
showing and telling you about my product, I'm very doubtful as
to how this product can truthfully be of benefit to you".

Then wait a few seconds, just looking at him and waiting for him
to say something.  Then, start packing up your sales materials
as if you are about to leave.  In almost every instance, your
"tough nut" will quickly ask you, Why?  These people are
generally so filled with their own importance, that they just
have to prove you wrong.  When they start on this tangent, they
will sell themselves.  The more skeptical you are relative to
their ability to make your product work to their benefit, the
more they'll demand that you sell it to them.

If you find that this prospect will not rise to your challenge,
then go ahead with the packing of your sales materials and leave
quickly.  Some people are so convinced of their own importance
that it is a poor use of your valuable time to attempt to
convince them.

5.  Remember that in selling, time is money!  Therefore, you
must allocate only so much time to each prospect.  The prospect
who asks you to call back next week, or wants to ramble on about
similar products, prices or previous experiences, is costing you
money.  Learn to quickly get your prospect interested in, and
wanting your product, and then systematically present your sales
pitch through to the close, when he signs on the dotted line,
and reaches for his checkbook.

After the introductory call on your prospect, you should be
selling products and collecting money.  Any callbacks should be
only for reorders, or to sell him related products from your


line.  In other words, you can waste an introductory call on a
prospect to qualify him, but you're going to be wasting money if
you continue calling on him to sell him the first unit of your
product.  When faced with a reply such as, "Your product looks
pretty good, but I'll have to give some thought", you should
quickly jump in and ask him what specifically about your product
does he feel he needs to give more thought.  Let him explain,
and that's when you go back into your sales presentation and
make everything crystal clear for him.  If he still balks, then
you can either tell him that you think he product will really
benefit him, or it's purchase be to his benefit.

You must spend as much time as possible calling on new
prospects.  Therefore, your first call should be a selling call
with follow-up calls by mail or telephone (once every month or
so in person) to sign him for re-orders and other items from
your product line.

6.  Review your sales presentation, your sales materials, and
your prospecting efforts.  Make sure you have a "door-opener"
that arouses interest and "forces" a purchase the first time
around.  This can be a $2 interest stimulator so that you can
show him your full line, or a special marked-down price on an
item that everybody wants;  but the important thing is to get
the prospect on your "buying customer" list, and then follow up
via mail or telephone with related, but more profitable products
you have to offer.

If you accept our statement that there are no born salesmen, you
can readily absorb these "commandments".  Study them, as well as
all the material in this report.  When you realize your first
successes, you will truly know that "salesmen are MADE